Closing the deal. There’s no place in the sales process that is more upfront and personal. So much pressure. A lot is riding on getting agreement. And even the best sales professionals can misstep. Here are six closing principles to help you Close Deals Faster. Closing Principle #1: You cannot close until the buyer is…

Competition is fiercer today than ever before, and no matter how much you focus on data, analytics, and performance, it may surprise you that what ultimately matters most to people is the human touch. Companies don’t make decisions—people do, and people make the most crucial business decisions for personal reasons. It may come as a…

Are you paralyzed by fear? Good. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. In this article, I will look at “getting out on the skinny branches.” Failure is inevitable. Resilience is a life skill, one that will fill your soul and your pocket. “I learned…

You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their time frame to make the decision. You knew who the decision maker was,…

I’ve spent a lot of that time wondering why salespeople and business owners selling the same things and following the same processes can have such vastly different results. How can salespeople in the same auto dealership, real estate agents in the same marketplace, and sellers of similar products, for example, produce such different outcomes? It…

Most people are aware that the real economic engine in the United States is small business. In fact, most would agree that small businesses are the foundation of the economy. Very little provides more satisfaction than building and running a successful small business, but many small businesses make a fatal mistake at the outset: they…

In the world of sales and customer service, what people say and what they mean are not always the same thing. Unfortunately, many of us are listening impaired when it comes to getting to the heart of our customers’ messages. Maybe in six months. I’m just looking. I can get it on sale somewhere else….

Some salespeople are silly enough to think that if they talk longer, they add more value or get their point across more effectively. Actually, any prospect or potential buyer you ask is eager for your pitch to be presented as efficiently and memorably as possible. Here are 8 tips to make your message memorable. 1….

All my friends and family know how much I love selling. It is a skill and art I developed from the age of 5 out of sheer necessity due to lack of money. I believe it is one of the best and most important success skills. Today, no job is secure. We are seeing even CEOs…

Everyone knows, a customer’s decision to buy is not rational. Whether the choice is trivial, like choosing a beer brand, a shirt color, or a menu item, or is important like choosing a spouse, a religion, or a job, careful consideration takes a back seat. We choose the option that feels right at the time and,…